Handoff to sales is a part of the lead management process. The lead moves to this stage automatically after qualification. Contact the customer and find out more about the opportunity. After estimating the customer's potential, you can hand the customer over to a particular sales manager, taking into consideration the manager qualification and profile. As a result, you can run the handoff or proceed to order for this customer. If the customer has a postponed interest, you can return the lead to distribution and continue nurturing.
At this stage a task is created in bpm'online marketing and is displayed on the workflow bar. Execute the task by clicking its name or the [Execute] button. This task fields will be filled in as follows:
[Subject] – ”Contact the customer and specify the availability and actuality of the need, budgetas well as their role in decision-making”.
[Owner] – the employee responsible for distribution. If the owner is not specified at the distribution stage, then the author of the task will be specified in the field.
[Author] — the employee who created the task
[Start] – time when the lead proceeds to handoff (in other words, selecting distribution result [Proceed to handoff]).
[End] — time expected for the sale to be completed.
[Display in calendar] — an attribute that determines whether the task is displayed in the calendar.
[Priority] — the task priority, for example, “Medium”.
[Category] — the task, for example, “To do”.
The [Lead], [Contact] and the [Account] fields of the [Connected to] fields group are also filled out in the task.
The further process flow result.
If the lead is ready for handoff, select the “Proceed to handoff” task result. The system will ask you to enter additional notes for the handoff. After that, a page will open where you can enter information about proceeding the lead to handoff. The following fields need to be completed:
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Need type |
Customer need type. |
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Budget, base currency |
Expected opportunity budget. |
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Owner |
Employee assigned as the owner for the lead. |
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Sales division |
Division responsible for the opportunity for example, direct sales department or affiliate sales department. |
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Date and time of the meeting |
Date and time of the appointed meeting with the customer. |
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Decision timeline |
Date and time when the customer is ready to make a decision about the opportunity. |
|
Comment |
Additional notes about the handoff. Information specified in the [Result details] field of the lead proceed to handoff page will be displayed here. Once the page is saved, you can see the specified note in the lead feed. |
The data entered will be displayed in the [Proceed to handoff] field group on the [History] tab of the lead page. You can edit it later.
Once the page is saved, the note about the handoff will be added to the lead details. The lead then proceeds to the “Awaiting sale” stage. On the lead page, the “Sales-ready” need maturity will be set.
Back to distribution
If the customer is not interested at the moment, but communication with the customer is still available and the possibility to close the opportunity exists, select the “Back to distribution” task completion result. In this case, the lead will return to the “Distribution” stage, and the “Discovered” need maturity is set on the lead page.
Task reschedule
If you need to postpone a task, select the “Rescheduled” result. The lead will remain at the “Handoff to sales“ stage. A new task for proceeding lead to handoff will be created.
Not interested
If the customer need is not confirmed, select the “Not interested” task result. In this case, the “Not interested” need maturity will be set on the lead page. The lead will remain at the “Handoff to sales“ stage. Later on, after the customer's need is renewed, you can continue working according to the process.
See also